1. A valuable product or service.
2. A reliable system for frequently getting in front of potential clients.
3. An ‘Organisational Personality’ that makes people like you and your team – and want to work with you.

Lots of business owners think about 1 and 2. Virtually nobody thinks about the 3rd area.

What is Organisational Personality?

It’s what you and your staff do and say to make buyers feel good about you … and be attracted to you.

Another way to put it is, what’s the Emotional Tone of your company?

If you want to create a powerful Organisational Personality or Emotional Tone, the first step is to choose one single personality to focus on.

Here are several examples of Organisational Personalities you can choose from:

Efficient

Friendly

Careful

Trustworthy

Fun

Caring

Hard core

Professional

Detail oriented

Proactive

Service-oriented

Quick

Once you’ve chosen your OP, the second step is to evaluate every point that a potential customer interacts with your company.

And then make sure every one of them reflects your new Organisational Personality.

Examples of customer points of contact include:

On the phone.

In meetings.

In your reception area.

On You Tube videos.

At conferences.

During your sales presentation.

The third step is to constantly be reminding your team to maintain, exude and focus on the Organisational Personality. So that it becomes totally ingrained in the company’s culture and modus operandi.

If you do these three steps you’ll have something really precious:

A powerful, attractive and consistent personality or way of being throughout the entire company. One that attracts new customers and helps keep current clients feeling good about working with you.

We all know we have to do stuff to get new sales – calls, emails, events, etc.

But so many of us absolutely hate it.

We don’t want to appear high pressure. Or needy. Or to talk about money.

We love running our business, we just don’t like doing the business development/sales stuff that brings in the money!

Hey, I hear you.

And while doing Sales work may never be totally fun, there are some things you can do that will make it so much easier- and more effective.

1. FOLLOW A SCRIPTPart of the reason so many people hate doing sales work is that we can never think of what to say.

We stutter, we pause, we blurt out silly things- no wonder we don’t want to do it 🙂

Try using a script instead. Say roughly the same words for every sales call, and your nervousness and stress will be greatly reduced.

Pretty soon, you’ll get used to it and sales won’t bother you at all. You’ll also get much better results as you’ll be more consistent with what you say.

2. PRACTICE WITH ANOTHER PERSONThe best salespeople practice their Scripts and Dialogues every week, at least. Practicing what to say with someone else keeps you sharp and increases your confidence enormously.

It doesn’t have to take hours. Just grab a friend or work colleague and arrange a 20 minute time period each week to role play, either in person or by phone.

(Someone just paid $1.8 million for it.)

As an entrepreneur, I know you are not in business just to make money.

You’re also in business because you think it will make you happier.

With this in mind, you may be interested in the following true story.

Albert Einstein is known as one of the smartest guys in history.

And one of the wisest. (They don’t always go together)

In fact still today, decades after his death, his brilliant quotes about life appear worldwide.

But just a few week’s ago, something pretty amazing happened.

Someone forked out $1.8million to get Einstein’s personal tips on happiness.

Here’s what happened.

In 1922 Einstein was on tour in Japan, and was staying at The Imperial Hotel in Tokyo.

When a waiter delivered some food to his room, Einstein purportedly had no money on him to pay him a tip. So instead, Einstein wrote a few lines of advice about how to live a happy life and gave them to the waiter.

Incredibly, these notes were sold at auction last month for $1.8 million.

So, you might be wondering, what was Albert’s priceless advice?

Well, his wisdom was written on two separate pieces of paper.

On the first piece of paper:

“A calm and modest life brings more happiness than the pursuit of success combined with constant restlessness.”

And on the second piece:

“Where there’s a will there’s a way.”

So as you build your business, keep Albert’s advice on happiness in mind.

If one of the world’s greatest geniuses thought these points were so important, they are surely worth considering.